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Focus on the comfort of clients to enable better communication during presentations. Paresh B. Shah, CFP, explains how to use technology to improve clients' comfort.

Use technology to help clients better understand your presentation.

Have you changed your view of your work-life balance? Or of the way you build your clientele and staff? In this episode, MDRT members share the progress they have made, and what it means for their practices.

You’ll hear from:
Leanne Barbara Bull, Dip FP, CFP
David Meszaros, CFP
Paresh B. Shah, CFP

Episode breakdown:
0:35 – Reframing how you perceive your work and your time off
1:17 – A new perspective while operating independently
1:54 – Benefiting from a bigger pool of applicants to your team

How do MDRT members guarantee that clients are prepared or that client surveys will generate positive responses? In this episode, MDRT members explain aspects of their roles that others advisors may find difficult but are a strength for their business.

You’ll hear from:
Leanne Barbara Bull, Dip FP, CFP
David Meszaros, CFP
Paresh B. Shah, CFP

Episode breakdown:
0:31 – Ensuring that clients provide all the necessary information
2:02 – Making things simple to enhance relationships and productivity
2:40 – How navigational themes helps clarify ideas for clients
3:16 – The benefit of quick response time
4:29 – If responding quickly makes it harder to detach

Do you adapt your communication based on how different staff members receive it? What happens if employees misunderstand something about your plan for them? In this episode, MDRT members address difficult realizations they have had with their team and how they work to prevent future challenges.

You’ll hear from:
Leanne Barbara Bull, Dip FP, CFP
David Meszaros, CFP
Paresh B. Shah, CFP

Episode breakdown:
0:29 – Adapting to different sensitivities among staff members
1:35 – Discovering that a potential successor/family member has different expectations than you do
2:30 – Sorting out clarity about salary opportunities
6:24 – Avoiding the problem of over-promising
9:39 – Making changes to avoid repeating past mistakes

You probably aren’t anticipating that clients will go out of their way to make sure that you are properly compensated. In this episode recorded before the pandemic, MDRT members share times when they have been taken aback by gratitude from clients.

You’ll hear from:
Leanne Barbara Bull, Dip FP, CFP
David Meszaros, CFP
Paresh B. Shah, CFP

Episode breakdown:
0:36 – When clients insist to pay even when you’ve offered them a free meeting
2:14 – Making a priority of clients who are invested in you
4:50 – The surprise of clients being concerned about your finances
7:48 – Receiving unexpected praise and engagement from new clients
9:54 – The importance of aligning your fees with the value you deliver
10:43 – The impact of video testimonials from appreciative clients

When you work with centers of influence, you get surrogate trust from their referrals. Paresh Shah shares the four things they want in return.

Building relationships with centers of influence is an important part of growing your practice, but there’s no single way to do it. In this webinar, two MDRT members share their methods of working with centers of influence, including why making those connections is so essential. They explore ways to get introductions, how to build relationships that result in introductions to prospects, and how centers of influence can lead to building a referral-based practice.

Shah discusses the importance of establishing what is acceptable, what is negotiable and what is nonnegotiable when buying or selling a practice.

Getting introduced to qualified prospects makes our lives easier. Centers of influence like CPAs, attorneys, and property and casualty insurance agents are a great source of these introductions. Shah shows you the step-by-step process he uses to get introduced to qualified prospects. You will walk away with an action plan that you can implement when you get back.